#487: How To Land A WHALE (Closing A 10x Sized Customer) With Mark Birch

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Mark Birch is startup investor based in NYC, leads enterprise sales for Stack Overflow and also is the founder of the Enterprise Sales Forum, a community for B2B sales professionals and leaders to share ideas, network with peers, and learn innovations in the field of sales.

In this episode of the show Mark explains how to land a whale. There are always those huge customers that we all dream of working with and Mark is giving us the step by step process to not just get a foot in the door but build the relationships that will win you business with them.


What you will learn in this episode:

In this episode Mark shares –

  • Why you need to do things differently when selling to 1000+ employee companies
  • How to build a visual matrix of all the people we can help within an account
  • The importance marketing to people on an individual level (don’t piss off your high level contacts)

Resources mentioned:


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